Drip Marketing: Marketers Guide to Lead Nurturing

Longer sales cycle
Only 20% of leads are followed up
Sales typically disqualifies 70% of leads based on lack of budget,timing, etc.
80% of those “bad leads” do go onto buy within 24 months
Need for lead management

Benefits

Lower lead acquisition cost

Increase retention rates

An estimated 70-90% of leads generated by marketing are never followed-up with by sales

Nurture program that sends out series of messages on a timely basis
 Initiates conversation with prospects and customers over a period of time
 Maps Content to the customer decision making cycle
 Scores leads to understand where they are in the decision making cycle
 Reclassifies leads based on
engagement
 Keeps the leads warm till they're ready to buy!

According to the Direct Marketing Association, a prospect will need to see/hear your message 3 times to recognize you and a minimum of 9 times to make a sale

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Srihari Kumar – CEO, (srihari@leadforce1.com) (srihari@leadforce1 com) Serial entrepreneur and co-founder of several successful Silicon Valley startups like – InMage Systems, Vxtreme, Yodlee and Ringcube. CEO of LeadForce1 – a revolutionary player in the enterprise lead generation space. Provides leadership on strategy, execution and product strategy B.S. from the Indian Institute of Technology (IIT), Chennai, an M.S. in Computer Science from Washington University, and an MBA with honors from the Wharton School of Business. Holds patents, published papers and spoken at several conferences. 13